Question 1

Discuss the security issues of B2B e-commerce and how companies address those issues.

Accepted Answer

The major security threats B2B e-commerc

Question 2

A(n)________ monitors and controls all traffic between the Internet and an intranet to restrict access.

Accepted Answer

A) private exchange 
B) firewall 
C) encryption 
D) sniffer 
E) password 
A) private exchange 
B) firewall 
C) encryption 
D) sniffer 
E) password

Question 3

A(n)________ can be especially useful for companies that need to have secure communications with their dealers,distributors,and/or franchisees.

Accepted Answer

A) intranet 
B) social networking site 
C) extranet 
D) virtual trade show 
E) buying center 
A) intranet 
B) social networking site 
C) extranet 
D) virtual trade show 
E) buying center

Question 4

Many B2B marketers can take advantage of the ________ of business customers,focusing their sale efforts and perhaps even locating their distribution centers in a single region.

Accepted Answer

A) geographic concentration 
B) mass media consumption 
C) multiple requirements 
D) fluctuating demand 
E) organizational changes 
A) geographic concentration 
B) mass media consumption 
C) multiple requirements 
D) fluctuating demand 
E) organizational changes

Question 5

What are the steps in the business-to-business buying decision process? Discuss how they are different from the steps in the consumer decision process.

Accepted Answer

Steps in the business-to-business buying

Question 6

What is the difference between extranets and intranets? Discuss how each system is used.

Accepted Answer

An intranet is an internal corporate net

Question 7

Webinars and podcasts are among the most popular social media resources that business people use for information.

Accepted Answer

A) True 
 B)False

Question 8

Business-to-business marketing differs from consumer marketing in that business-to-business marketing ________.

Accepted Answer

A) is targeted at many individual and household customers 
B) relies upon frequent impulse purchases 
C) emphasizes advertising more than any other element of the promotion mix 
D) typically involves competitive bidding and price negotiations 
E) usually has one person involved in purchase decisions 
A) is targeted at many individual and household customers 
B) relies upon frequent impulse purchases 
C) emphasizes advertising more than any other element of the promotion mix 
D) typically involves competitive bidding and price negotiations 
E) usually has one person involved in purchase decisions

Question 9

When a dentist's office manager orders latex gloves,disposable masks,file folders,and complementary toothbrushes to give to patients,he is most likely making a(n)________.

Accepted Answer

A) straight rebuy 
B) complex-task purchase 
C) modified rebuy 
D) new-task purchase 
E) intranet exchange 
A) straight rebuy 
B) complex-task purchase 
C) modified rebuy 
D) new-task purchase 
E) intranet exchange

Question 10

The success of one company in one industry may depend on another company in a different industry.This dependence creates ________.

Accepted Answer

A) inelastic demand 
B) value-added demand 
C) derived demand 
D) micro-dependent demand 
E) elasticity 
A) inelastic demand 
B) value-added demand 
C) derived demand 
D) micro-dependent demand 
E) elasticity

Question 11

The first step in the business buying decision process is ________.

Accepted Answer

A) recognize the problem 
B) current vendor analysis 
C) search for information 
D) select the supplier 
E) evaluate the alternatives 
A) recognize the problem 
B) current vendor analysis 
C) search for information 
D) select the supplier 
E) evaluate the alternatives

Question 12

________ occurs when two or more goods are necessary to create a product.

Accepted Answer

A) Inelastic demand 
B) Fluctuating demand 
C) Joint demand 
D) Elastic demand 
E) Economic demand 
A) Inelastic demand 
B) Fluctuating demand 
C) Joint demand 
D) Elastic demand 
E) Economic demand

Question 13

Briefly describe the roles in the buying center.

Accepted Answer

The text identifies six buying center ro

Question 14

Fluctuating demand in business markets can be partially explained by the infrequency of the purchases.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following statements does NOT apply to the North American Industry Classification System (NAICS)?

Accepted Answer

A) NAICS is a numerical coding of industries developed by NAFTA countries. 
B) NAICS can be used by firms to assess potential markets. 
C) NAICS replaced the Standard Industrial Classification (SI
C) system. 
D) NAICS can be used to find new customers. 
E) NAICS is a consumer buying directory for North America. 
A) NAICS is a numerical coding of industries developed by NAFTA countries. 
B) NAICS can be used by firms to assess potential markets. 
C) NAICS replaced the Standard Industrial Classification (SI
C) system. 
D) NAICS can be used to find new customers. 
E) NAICS is a consumer buying directory for North America.

Question 16

A(n)________ is a combination of hardware and software that ensures only authorized individuals gain entry into a computer system.

Accepted Answer

A) password 
B) firewall 
C) sniffer 
D) encryption 
E) virus 
A) password 
B) firewall 
C) sniffer 
D) encryption 
E) virus

Question 17

Don Brady is responsible for obtaining price quotations from various vendors.After reviewing them,Don then determines whether or not to include the vendor on the approved vendor list.Don apparently plays two roles in the buying center,that of ________ and ________.

Accepted Answer

A) user;buyer 
B) buyer;influencer 
C) buyer;user 
D) decider;buyer 
E) gatekeeper;influencer 
A) user;buyer 
B) buyer;influencer 
C) buyer;user 
D) decider;buyer 
E) gatekeeper;influencer

Question 18

Explain the buyer center role of the influencer.

Accepted Answer

An influencer provides advice

Question 19

Worthington Farm raises chickens.For years,it has used wooden coops to haul its poultry to market.The owner of the farm needs to buy some replacement coops and is considering buying plastic coops that are slightly more expensive than wooden ones but much easier to clean after use.This purchase of coops is an example of a ________.

Accepted Answer

A) straight rebuy 
B) customer-reference purchase 
C) modified rebuy 
D) reciprocal purchase 
E) reverse marketing purchase 
A) straight rebuy 
B) customer-reference purchase 
C) modified rebuy 
D) reciprocal purchase 
E) reverse marketing purchase

Question 20

For complex purchases,the buying center will typically decide what type of sourcing to use in the ________ stage of the business buying decision process.

Accepted Answer

A) problem recognition 
B) information search 
C) alternative evaluation 
D) product and supplier selection 
E) postpurchase evaluation 
A) problem recognition 
B) information search 
C) alternative evaluation 
D) product and supplier selection 
E) postpurchase evaluation

Discuss the security issues of B2B e-commerce and how companies address those issues.

A(n)________ monitors and controls all traffic between the Internet and an intranet to restrict access.

A(n)________ can be especially useful for companies that need to have secure communications with their dealers,distributors,and/or franchisees.

Many B2B marketers can take advantage of the ________ of business customers,focusing their sale efforts and perhaps even locating their distribution centers in a single region.

What are the steps in the business-to-business buying decision process? Discuss how they are different from the steps in the consumer decision process.

What is the difference between extranets and intranets? Discuss how each system is used.

Webinars and podcasts are among the most popular social media resources that business people use for information.

Business-to-business marketing differs from consumer marketing in that business-to-business marketing ________.

When a dentist's office manager orders latex gloves,disposable masks,file folders,and complementary toothbrushes to give to patients,he is most likely making a(n)________.

The success of one company in one industry may depend on another company in a different industry.This dependence creates ________.

The first step in the business buying decision process is ________.

________ occurs when two or more goods are necessary to create a product.

Briefly describe the roles in the buying center.

Fluctuating demand in business markets can be partially explained by the infrequency of the purchases.

Which of the following statements does NOT apply to the North American Industry Classification System (NAICS)?

A(n)________ is a combination of hardware and software that ensures only authorized individuals gain entry into a computer system.

Don Brady is responsible for obtaining price quotations from various vendors.After reviewing them,Don then determines whether or not to include the vendor on the approved vendor list.Don apparently plays two roles in the buying center,that of and .

Explain the buyer center role of the influencer.

For complex purchases,the buying center will typically decide what type of sourcing to use in the ________ stage of the business buying decision process.

Welcome to the World of Marketing: Create and Deliver Value

Strategic Market Planning: Take the Big Picture

Thrive in the Marketing Environment: the World Is Flat

Marketing Research: Gather, analyze, and Use Information

Consumer Behavior: How and Why We Buy

Sharpen the Focus: Target Marketing Strategies and Customer Relationship Management

Create the Product

Manage the Product

Services and Other Intangibles: Marketing the Product That Isnt There

Price the Product

Old and New Media: From One-To-Many to Many-To-Many

One to Many: Advertising, public Relations, and Consumer Sales Promotions

Many to Many: Trade Promotion, direct Marketing, and Personal Selling

Deliver Value Through Supply Chain Management, channels of Distribution, and Logistics

Retailing: Bricks and Clicks

Filters

Exam 6: Business-To-Business Markets: How and Why Organizations Buy

Discuss the security issues of B2B e-commerce and how companies address those issues.

A(n)________ monitors and controls all traffic between the Internet and an intranet to restrict access.

A(n)________ can be especially useful for companies that need to have secure communications with their dealers,distributors,and/or franchisees.

Many B2B marketers can take advantage of the ________ of business customers,focusing their sale efforts and perhaps even locating their distribution centers in a single region.

What are the steps in the business-to-business buying decision process? Discuss how they are different from the steps in the consumer decision process.

What is the difference between extranets and intranets? Discuss how each system is used.

Webinars and podcasts are among the most popular social media resources that business people use for information.

Business-to-business marketing differs from consumer marketing in that business-to-business marketing ________.

When a dentist's office manager orders latex gloves,disposable masks,file folders,and complementary toothbrushes to give to patients,he is most likely making a(n)________.

The success of one company in one industry may depend on another company in a different industry.This dependence creates ________.

The first step in the business buying decision process is ________.

________ occurs when two or more goods are necessary to create a product.

Briefly describe the roles in the buying center.

Fluctuating demand in business markets can be partially explained by the infrequency of the purchases.

Which of the following statements does NOT apply to the North American Industry Classification System (NAICS)?

A(n)________ is a combination of hardware and software that ensures only authorized individuals gain entry into a computer system.

Don Brady is responsible for obtaining price quotations from various vendors.After reviewing them,Don then determines whether or not to include the vendor on the approved vendor list.Don apparently plays two roles in the buying center,that of ________ and ________.

Explain the buyer center role of the influencer.

For complex purchases,the buying center will typically decide what type of sourcing to use in the ________ stage of the business buying decision process.

Welcome to the World of Marketing: Create and Deliver Value

Strategic Market Planning: Take the Big Picture

Thrive in the Marketing Environment: the World Is Flat

Marketing Research: Gather, analyze, and Use Information

Consumer Behavior: How and Why We Buy

Sharpen the Focus: Target Marketing Strategies and Customer Relationship Management

Create the Product

Manage the Product

Services and Other Intangibles: Marketing the Product That Isnt There

Price the Product

Old and New Media: From One-To-Many to Many-To-Many

One to Many: Advertising, public Relations, and Consumer Sales Promotions

Many to Many: Trade Promotion, direct Marketing, and Personal Selling

Deliver Value Through Supply Chain Management, channels of Distribution, and Logistics

Retailing: Bricks and Clicks

Filters

Don Brady is responsible for obtaining price quotations from various vendors.After reviewing them,Don then determines whether or not to include the vendor on the approved vendor list.Don apparently plays two roles in the buying center,that of and .